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 Ray Collis

Selling To Teams: Lessons From Sport

Selling To Teams:  Lessons From Sport

Some organizations don’t do team work very well. That is a problem in the context of collaborative buying decisions, cross functional buying committees and internal approvals procedures.    Some organizations are a dream to sell to,  while others are a nightmare.  The individuals involved may be nice to deal with, organized and professional.  However when it comes to [...]

 John O' Gorman

Re-Energizing Your Team Around Sales Performance Measures

Re-Energizing Your Team Around Sales Performance Measures

A powerful technique you can employ in your next sales team meeting.   Do you want to focus attention on the issue of sales activity and effectiveness among your team? Well here is a very powerful exercise you can apply at your next sales team meeting.   It will enable you to get a consensus [...]

 Ray Collis

In Search Of The Number 1 Sales Question

The search for the most powerful sales question is ongoing. The objective, to find the one key question that will help the sales person to win the complex B2B sale. There are as many sales questions as there are sales techniques. But not all questions have the same power in terms of engaging the customer, [...]

 Ray Collis

How Healthy Is Your Sales Organization?

How Healthy Is Your Sales Organization?

Sales managers often think about the effectiveness of the sales team, sales strategy or sales process.  However, there is one vital ingredient of sales success that is generally overlooked.  That is the health of the sales organization. Organizational Health – The New Sales KPI A sales team’s strategy, process or skill-set may not be enough [...]

 Ray Collis

Turning Your Sales Process Into A Sales Magnet

It is time to expect more from your sales process.  It is no longer enough that it delivers consistency and control in respect of sales.   Your sales process should also act as a magnet for your customers – it should add value for your customers and be capable of generating new levels of engagement and [...]

 Ray Collis

7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order

7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order

Successfully Navigating The Procurement (PO) Maze

Closing the sale and getting the Purchase Order no longer go hand in hand.  In many buying organizations a new level of bureaucracy and administration has grown around what was once just an administrative formality.  Getting the PO is no longer a straight-forward matter – for the unprepared seller can be a costly maze. Waiting [...]

 Ray Collis

Justify With Numbers – Compel With Emotions

Justify With Numbers – Compel With Emotions

Fact sheets, spreadsheets and ROI calculators are vital sales tools, but they are not enough. The seller must tap into the buyer’s underlying buying motivations and emotions as well as connecting with the buyers logic and analysis to improve sales performance. Moving Beyond The Calculator In Selling In business, emotions are generally considered unhelpful at [...]

 Ray Collis

Bounded Rationality: Balancing Logic And Emotion In The Sale

Bounded Rationality: Balancing Logic And Emotion In The Sale

Although organizations are increasingly structured and sophisticated in their buying, for as long as people are involved in making decisions there will inevitably be an element of human fallibility in terms of how decisions are made. This is the age of the Utilitarian or Economic buyer and the Cost-Benefit Analysis. Where decisions are made by [...]

 Ray Collis

Buyer OCD: The Obsession With Lowest Price

Buyer OCD: The Obsession With Lowest Price

More and more buyers are being diagnosed with Price OCD, or Obsessive Compulsive Disorder. It is causing increased anxiety even frustration among salespeople. Buyer OCD is a diagnosis offered by salespeople who are witnessing first hand the ongoing buyer obsession with price and the compulsive; price checking, competitive tendering and price re-negotiation, that accompanies it. [...]

 Ray Collis

Sales Limbo: Are You Still Waiting For The P.O.?

Sales Limbo: Are You Still Waiting For The P.O.?

Sellers are rightly reluctant to celebrate the winning of a deal until all the paperwork has been received, but it can be very slow in coming.   Indeed, waiting for the P.O. is the equivalent of Sales Limbo. There was a time when the signing of the deal was the culmination of all the seller’s [...]

 Ray Collis

Maximizing The Power Of Your Sales Proposition

Maximizing The Power Of Your Sales Proposition

Being heard over the competition in a crowded marketplace takes a special type of message.  Indeed it takes a message that is up to 10 times more powerful. Most sales and marketing literature ends up in the bin  To understand why we conducted research on why some seller messages get heard, while most others don’t. [...]

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